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DoubleDutch
Cespedes, Frank V.; Preble, MatthewCase HBS-815044-EEntrepreneurshipLawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's sales function. DoubleDutch's key product was a mobile application (app) and event management platform that customers could use to better engage and connect with their event participants (e.g. attendees at a conference, employees at a quarterly sales meeting), and also to obtain detailed informa...Starting at €8.20
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InsideSales.com (B)
Cespedes, Frank V.Case HBS-817042-EEntrepreneurshipSupplement to case 817018.Starting at €5.74
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Augmedix, Teaching Note
Cespedes, Frank V.Teaching Note HBS-818117-EEntrepreneurshipTeaching note for case 817048.Starting at €0.00
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SafeBlend Fracturing, Teaching Note
Shapiro, Benson P.; Cespedes, Frank V.; Zalosh, AlisaTeaching Note HBS-914514-EMarketingTeaching Note for Product #914513.Starting at €0.00
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Pricing PatientPing, Teaching Note
Cespedes, Frank V.Teaching Note HBS-819098-ETeaching note for case 818017.Starting at €0.00
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InsideSales.com (A)
Cespedes, Frank V.Case HBS-817018-EEntrepreneurshipThis case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements, after-sale services, and the implications for organizing and deploying sales resources at InsideSales.com.Starting at €8.20
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Promontory, Inc., Teaching Note
Cespedes, Frank V.; Handlin, AmyTeaching Note HBS-917536-EEntrepreneurshipTeaching note for case 917535.Starting at €0.00
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Transition at DataCo
Cespedes, Frank V.; Knoop, Carin-IsabelCase HBS-816058-EEntrepreneurshipThe founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson. Smithson, an early hire who had been instrumental in building the firm operates as an individual contributor, is hesitant to delegate tasks and clients, and, as Brecht sees it, "often puts client affairs ahead of company needs and procedures." Brecht is evaluating different options for dealin...Starting at €8.20
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DataXu: Selling Ad Tech
Cespedes, Frank V.; Deighton, John; Cox, Lisa; Hull, OliviaCase HBS-817012-EDataXu served marketers by buying digital advertising for brands using its demand-side platform. It sought a way to build a more predictable revenue stream in the very transactional media marketplace, and hoped that two new marketing analytics products would give it a more predictable revenue stream. But sales were behind forecast. DataXu's large brand and advertising agency clients found the new products interesting, but evidence suggested that ...Starting at €8.20
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Cilkray Graphics, Teaching Note
Cespedes, Frank V.; Zalosh, AlisaTeaching Note HBS-916513-EMarketingTeaching note for case 916512.Starting at €0.00